What is outbound? The difference between inbound and outbound, and a system to streamline telephone sales
Posted: Wed Dec 04, 2024 5:24 am
Are you having problems with telephone sales? Even in this day and age when the Internet has developed, the majority of outbound sales are
still done by telephone. However, it is true that there are many cases where the expected results are not achieved despite the manpower and time invested.
So this time, we will introduce a system to improve the efficiency of outbound sales.
Table of contents
What is Outbound?
What does outbound mean?
What is outbound business?
The difference between outbound and inbound
Specific methods and challenges of outbound sales
Visiting Sales
Telephone Sales
Email Sales
Challenges that arise with telephone sales
CTI features that solve the challenges of outbound sales
Progressive Call
Predictive Calls
Transmission target management
Call back list management
Reporting
summary
What is Outbound?
First, we will explain the general meaning of the word outbound, how it is used in business, and how it differs from inbound.
What does outbound mean?
Outbound is a word that means "movement from inside to outside." It is often used to describe any movement from inside to outside, such as from a company to a customer, or from within the country to overseas.
What is outbound business?
In the business world, the meaning of outbound varies depending on the industry. For example, in the tourism industry, it often means "the movement of people from within mongolia b2b leads the country to overseas," while in the advertising industry, it often means "the " movement of information aimed at consumers (such as direct mail and exhibitions).
" In the fields of sales and marketing, outbound refers to "any active approach from the company to customers and consumers."
The difference between outbound and inbound
As sales methods, outbound is " push type " and inbound is " pull type .
" Push type sales is " pushing sales," or " a sales method in which the company is the driving force ." Specifically, it is a style in which the company contacts customers by phone, email, or visits to make sales pitches and proposals. In contrast,
pull type sales is "sales that draw in" and a " sales method in which the customer is the driving force ." "Content marketing, " which uses SEO measures and video distribution to draw out customer interest and wait for inquiries from customers, can be said to be a typical example of pull type sales.
In recent years, inbound pull-type sales have been attracting attention due to the trend of emphasizing sales cost reduction and long-term relationships with customers. However, pull-type sales has a weakness in that it is difficult to control the timing of sales and frequency of contact. To compensate for this weakness, it seems that many companies still use push-type sales.
Therefore, it is not a question of which is better, but rather that it is necessary to use them appropriately depending on the situation.
Specific methods and challenges of outbound sales
Now, let's take a look at the specific methods of push-type outbound sales and the issues that arise with them. Below is a summary of the most common outbound sales methods and their respective advantages and disadvantages.
Visiting Sales
Visiting sales is a method in which sales representatives actually visit customers to negotiate and make proposals. Visiting sales also includes "cold calling" without prior appointments.
Merit
The advantages of visiting sales are that it is easy to build a relationship of trust in a short time by meeting face to face, there is no need to take the time to prepare in advance (creating a list), and there is a high probability of exchanging contact information. As long as the timing and frequency are right, it can be said to be a highly effective sales method.
Disadvantages
The disadvantage of door-to-door sales is that it can "damage the customer's impression." With the development of ICT, anyone can easily gather information, and more and more customers dislike "losing their time on things they are not interested in." " In addition, the "cost" of visiting customers, such as transportation expenses and travel time, is high, making it difficult to say that it is an efficient sales method.
Telephone Sales
This is a sales activity that involves approaching customers by telephone. It is also called "telesales."
Merit
The advantages of telephone sales include "it is easier to increase the success rate of in-person sales," "there is no need for transportation costs or travel time," and "the ability to contact a large number of customers in a short period of time."
Disadvantages
On the other hand, the disadvantages include the time it takes to create a list of people to call, the fact that it is less appealing than face-to-face calls, and the fact that efficiency depends on the quality of the list. Telephone sales is a more efficient method than in-person sales. However, not all customers will answer the phone, and a certain number of people are required to handle a large number of calls in a short period of time. For this reason, if you use it incorrectly, you may find yourself in a situation where the cost is not worth the sales.
still done by telephone. However, it is true that there are many cases where the expected results are not achieved despite the manpower and time invested.
So this time, we will introduce a system to improve the efficiency of outbound sales.
Table of contents
What is Outbound?
What does outbound mean?
What is outbound business?
The difference between outbound and inbound
Specific methods and challenges of outbound sales
Visiting Sales
Telephone Sales
Email Sales
Challenges that arise with telephone sales
CTI features that solve the challenges of outbound sales
Progressive Call
Predictive Calls
Transmission target management
Call back list management
Reporting
summary
What is Outbound?
First, we will explain the general meaning of the word outbound, how it is used in business, and how it differs from inbound.
What does outbound mean?
Outbound is a word that means "movement from inside to outside." It is often used to describe any movement from inside to outside, such as from a company to a customer, or from within the country to overseas.
What is outbound business?
In the business world, the meaning of outbound varies depending on the industry. For example, in the tourism industry, it often means "the movement of people from within mongolia b2b leads the country to overseas," while in the advertising industry, it often means "the " movement of information aimed at consumers (such as direct mail and exhibitions).
" In the fields of sales and marketing, outbound refers to "any active approach from the company to customers and consumers."
The difference between outbound and inbound
As sales methods, outbound is " push type " and inbound is " pull type .
" Push type sales is " pushing sales," or " a sales method in which the company is the driving force ." Specifically, it is a style in which the company contacts customers by phone, email, or visits to make sales pitches and proposals. In contrast,
pull type sales is "sales that draw in" and a " sales method in which the customer is the driving force ." "Content marketing, " which uses SEO measures and video distribution to draw out customer interest and wait for inquiries from customers, can be said to be a typical example of pull type sales.
In recent years, inbound pull-type sales have been attracting attention due to the trend of emphasizing sales cost reduction and long-term relationships with customers. However, pull-type sales has a weakness in that it is difficult to control the timing of sales and frequency of contact. To compensate for this weakness, it seems that many companies still use push-type sales.
Therefore, it is not a question of which is better, but rather that it is necessary to use them appropriately depending on the situation.
Specific methods and challenges of outbound sales
Now, let's take a look at the specific methods of push-type outbound sales and the issues that arise with them. Below is a summary of the most common outbound sales methods and their respective advantages and disadvantages.
Visiting Sales
Visiting sales is a method in which sales representatives actually visit customers to negotiate and make proposals. Visiting sales also includes "cold calling" without prior appointments.
Merit
The advantages of visiting sales are that it is easy to build a relationship of trust in a short time by meeting face to face, there is no need to take the time to prepare in advance (creating a list), and there is a high probability of exchanging contact information. As long as the timing and frequency are right, it can be said to be a highly effective sales method.
Disadvantages
The disadvantage of door-to-door sales is that it can "damage the customer's impression." With the development of ICT, anyone can easily gather information, and more and more customers dislike "losing their time on things they are not interested in." " In addition, the "cost" of visiting customers, such as transportation expenses and travel time, is high, making it difficult to say that it is an efficient sales method.
Telephone Sales
This is a sales activity that involves approaching customers by telephone. It is also called "telesales."
Merit
The advantages of telephone sales include "it is easier to increase the success rate of in-person sales," "there is no need for transportation costs or travel time," and "the ability to contact a large number of customers in a short period of time."
Disadvantages
On the other hand, the disadvantages include the time it takes to create a list of people to call, the fact that it is less appealing than face-to-face calls, and the fact that efficiency depends on the quality of the list. Telephone sales is a more efficient method than in-person sales. However, not all customers will answer the phone, and a certain number of people are required to handle a large number of calls in a short period of time. For this reason, if you use it incorrectly, you may find yourself in a situation where the cost is not worth the sales.